Podcast episode
Playbook: Running a Killer Demo
30 Minutes to President's Club29 Dec 202138 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to run a killer demo. FOUR ACTIONABLE TAKEAWAYS Show the 20% of your features that solve 80% of the problems. Always prep for who is in the room, what they want to see, and the objective of the call. Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions. Control the room by setting expectations upfront and directing excessive questions to future calls. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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but that's not actually your job as a salesperson. Your job is to then add context and explain why what you just showed is important. One of the things that I always lean on when I'm showing a demo is anytime I mention a feature or an element of the software that I'm showing is I say, and that's important “to you, Armand, for these three reasons.” You have to translate what you're demoing into the impact. Otherwise, people are sitting there being like, okay, why is that important? Exactly right. Let's walk through the four different types of demos. This brings us over to how do you set up your demo for success? There are four types of demos.
approvals. And that is a very sterile, accurate description of the feature. Or I can say, hey, Nick, so let's walk through the day in the life of Diana. One of the managers that you mentioned on your team, Diana's going to walk in. And the first thing that you mentioned is that she's not able to understand like, Hey, when was the last time one of my employees got a comp increase. And so I can “show you that right here. So Diana can make a smarter decision around comp. And so I'm walking” through the workflow in terms of the stories and the problems that they told me so that they can be like, Oh wait, we're already doing this, but it's 10 times better. Now I can see how this fits into my day. Instead of forcing them to mentally one, understand what the heck they're looking at to
and I can make sure we get every question you have answered. You might not word it that exact way, but what you don't wanna do is insult Armand and say you're an idiot for asking all these questions. You wanna make Armand feel like he's important. Hey, I bet you've given a ton of thought to this. You clearly have some really good questions. Why don't we set some time to go one-on-one? You isolate him, and then you get the demo back on track. “The key here is yes, and.” People try to handle objections head-on. 1, where you disagree with prospects. Your goal is to agree with them. And so if they're ripping you apart on integrations, you're just going to be like, yeah, this is super important stuff to cover. I think this is so important that I don't want to do a disservice to you right now by covering it in 30 seconds, because there's more depth here.